Manager, Energy Efficiency Sales

Pittsburgh, Pennsylvania
09 Sep 2016
08 Feb 2017
Oil and Gas
Contract Type
Full Time
• Manage the daily activities of a top performing sales team comprised of Sales and Technical Sales members
• Develop and enhance the sales team's consultative, solutions based selling skills
• Provide strategic and tactical sales strategy input for all customer/project engagements
• Assign sales territories, set sales targets and performance goals for the sales team
• Develop and present monthly new business forecast, pipeline and activity reports
• Design a team focused business plan which increases market penetration
• Develop a sales strategy to achieve year over year sales growth and annual sales targets
• Promote team selling and expansion of existing relationships across divisions and/or geographic areas
• Engage with other functional groups across the firm to ensure the achievement of sales objectives and performance goals
• Allocate and monitor the efficient utilization of all company resources invested in the pursuit of all project engagements
• Support the sales team during customer meetings and in the development of presentations and proposals
• Champion the opportunity review process across all project engagement (awards and losses)
• Maintain visibility within Energy Efficiency/Sustainability industry with market specific partners and organizations
• Establish and proactively manage all departmental budgets
• Develop, coordinate and oversee training initiatives for the sales team
• Identify, attract and retain top sales and technical sales talent
• Evaluate performance of sales team; provide relevant feedback, field coaching and mentoring to enhance selling performance

• 7 years of front line sales management experience required
• Bachelor's degree in Business Administration, Marketing, Engineering or related field required
• Documented experience in leading high performing sales teams achieving sales targets, business goals and KPI's
• Experience and demonstrated success leading sales teams utilizing a consultative, solutions based selling approach
• A proven understanding of energy based technical solutions focused on energy conservation, sustainability, and resiliency
• A working knowledge of governmental procurement processes across State and Municipal markets
• Thought leader and strategist assisting sales teams in developing and refining market and sales strategies
• Experience in the constructive coaching of Sales Executives
• A strong business acumen supported by prior business experiences
• Refined verbal and written communication skills
• Superior presentation and negotiations skills
• Enhanced computed skills including Microsoft Office Product Suite as well as other mobile communication technologies
• Experience in utilizing Microsoft Dynamics CRM Software
• Travel requirements >= 70%; travel required